Sales%20Masters%20Club%20Selling%20Skills%20and%20Support%20Group

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Sales Masters ClubSelling Skills and Support
Group

• Mark Ouyang
• February 28, 2005

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Welcome and Introduction

• Name?
• Title/ Role?
• Office/ Region?
• Number of years in sales?
• Types of selling skills sales training youve
  taken?
• Key takeaway/ learning from these courses

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Objectives
What do you want to get out of these sessions?

• Shorten the sales cycle?
• Larger deal size?
• More accurate forecasts?
• Call higher in accounts?
• Develop and maintain long term relationships?
• Get better results with less work?
• Provide morale support?
• ?

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Process
How do you want to accomplish this?

• Meet every week to discuss a specific topic?
• Bring a sales challenge to discuss?
• What sales methodology should we use?
• Miller Heiman Strategic, Conceptual, LAMP
• Solution Selling
• SPIN
• Holden Powerbase Selling
• Complex Sale
• Sandler
• Target Account Selling
• Xerox Professional Selling Skills

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A Proposal
Establish a Common Reference Point

• GSM Book - Hope is Not a Strategy

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Proposal 2
Go up the pyramid

• Individual
• PSS/ SPIN/ Conceptual Selling/ Sandler
• Opportunity
• Strategic Selling
• Account/ Enterprise
• Holden Powerbase/ Target Account Selling/ Complex
  Sales/ Large Account Management Process
• Industry/ Marketing
• Applying Account/ Enterprise skills externally to
  partner alliances

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1st Step
Discuss Individual Selling Face to Face

• Miller Heiman - Conceptual Selling
• Sandler You cant teach a kid to ride a bicycle
  at a seminar

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Individual Selling
Miller Heiman - Conceptual Selling

• Exercise Define what Conceptual Selling means
  to you.
• Agree or disagree People dont buy a product or
  service per se, they buy based on an expectation
  of what that product or service can do for them.

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Individual Selling
Miller Heiman - Conceptual Selling

• That expectation is a concept in the buyers
  mind.
• Your first job is to discover, understand,
  describe, and shape what the buyer was hoping
  your product or service can do for them.

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Individual Selling
Miller Heiman - Conceptual Selling

• The buying process/ funnel Three Stages

• 1st stage Cognitive Thinking
• 2nd stage Divergent Thinking
• 3rd stage Convergent Thinking
• Anyone make a big purchase recently?

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Individual Selling
Miller Heiman - Conceptual Selling

• The sales process is the opposite side of the
  same coin (the buying process)
• Ideally, the sales process dovetails with the
  buying process.
• What happens if you are out of sync?

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Individual Selling
Miller Heiman - Conceptual Selling

• Two ways buyers make decisions

• Randomly
• Differentiation
• When do you use one process or the other?

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Individual Selling
Miller Heiman - Conceptual Selling

• How do you

• Understand the customers concept?
• Determine where they are in the buying process?
• Influence the decision making process?
• You ask questions!

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Individual Selling
Miller Heiman - Conceptual Selling

• Three communication tasks in a Sales Call
• Get Information
• Give Information
• Get Commitment
• Of the three tasks, which do we typically do best?

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Review
Heres what we accomplished today

• Understand/ Set Objectives
• Establish a process
• Gain Commitment
• Discussed a Selling Skills Framework
• Hope is Not a Strategy 4 Levels of Selling
• Agreed on a selling skills training roadmap
• 1st Step Focus on face to face selling
• Use Miller Heiman Conceptual Selling
• Use Sandler Sales Training principles
• Started covering key Conceptual Selling concepts

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For Next time
Write the types of questions you can ask